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Five Ways to Influence Change in Others
Because of my work as a consultant, trainer and coach I deal with change and people’s reactions to it all the time. When a Client decides to work with us, they are recognizing that some sort of change is needed. After all, if they want more effective teams, better Customer Service, higher creativity, more effective training, or more effective leadership in their organizations, something has to become different than it is currently. Change must occur.Because of this, change is often at the center of our work, and we’ve learned a fair bit about it. In short, here a

Entrepreneurial Mistakes
It's hard to avoid certain mistakes, especially when you face a situation for the first time. In fact, many of the following mistakes are hard to avoid even if you're an old hand. Of course, these are not the only mistakes CEOs make, but they sure are common enough. Take the following self assessment: give yourself ten points for each of these entrepreneurial blunders you are in the process of making. Deduct five points for those you have narrowly avoided. Your score, of course, will be kept confidential, but do seek help. Fast!1. Big Customer Syndromelosing in the 80% range!

Now this is a fairly mundane yet expensive and required product such as your company phone and switch gear. Add in a competitive market with multiple suppliers and conservative buyers in the UK.

Two years ago Gary takes the book The Psychology of Persuasion, and applies the concepts to his sales force and product. The numbers tell the rest of the story!

The numbers, taking over 70% of their market, closing 80% of the sales on the first call, closing 70% of their customer’s customers and their top people earning in the $600,000 range! These are all US currency, not UK pounds!

Interested? …..More….

Ok let’s give you some specific ideas and the perspective that created them.

The first step is to apply Outcome Based Thinking to get the broader and different view.

* What does my product really do and why does my customer actually buy it?

* How can I view my product in these terms and how does it change how I see it?

* How can this address potential objections and resistance up front?

In Gary’s case it made several significant shifts in how they viewed their equipment, here are a few that allowed them to reduce the buyer’s resistance.

1. The equipment has replaced the phone operator from a gone by era, yet people view people very differently from equipment. What if we humanized our equipment in several ways? How could this create a different picture in the buyers mind and drop their resistance? (Remember, most people visualize the purchase in some way and this includes their prejudices and negati

numbers, taking over 70% of their market, closing 80% of the sales on the first call, closing 70% of their customer’s customers and their top people earning in the $600,000 range! These are all US currency, not UK pounds!

Interested? …..More….

Ok let’s give you some specific ideas and the perspective that created them.

The first step is to apply Outcome Based Thinking to get the broader and different view.

* What does my product really do and why does my customer actually buy it?

* How can I view my product in these terms and how does it change how I see it?

* How can this address potential objections and resistance up front?

In Gary’s case it made several significant shifts in how they viewed their equipment, here are a few that allowed them to reduce the buyer’s resistance.

1. The equipment has replaced the phone operator from a gone by era, yet people view people very differently from equipment. What if we humanized our equipment in several ways? How could this create a different picture in the buyers mind and drop their resistance? (Remember, most people visualize the purchase in some way and this includes their prejudices and negati

broader and different view.

* What does my product really do and why does my customer actually buy it?

* How can I view my product in these terms and how does it change how I see it?

* How can this address potential objections and resistance up front?

In Gary’s case it made several significant shifts in how they viewed their equipment, here are a few that allowed them to reduce the buyer’s resistance.

1. The equipment has replaced the phone operator from a gone by era, yet people view people very differently from equipment. What if we humanized our equipment in several ways? How could this create a different picture in the buyers mind and drop their resistance? (Remember, most people visualize the purchase in some way and this includes their prejudices and negati

ce the buyer’s resistance.

1. The equipment has replaced the phone operator from a gone by era, yet people view people very differently from equipment. What if we humanized our equipment in several ways? How could this create a different picture in the buyers mind and drop their resistance? (Remember, most people visualize the purchase in some way and this includes their prejudices and negative views.)

So how do you humanize a machine, you give it a persons name and talk in terms of it as a real person. Every system now has a woman’s name instead of a model number.

“Let’s suppose we bring Sally in to address all your phone needs and she can handle all your challenges for only $15,000 a year. How would you feel about hiring Sally full time?”

Does humanizing the machine give you a different feel and image about the purchase? Has some of the resistance changed? Does it change how you view the investment?

Gary indicated that the top producers have mastered the ability to humanize the product and yes it has made a significant shift in how the customer sees the purchase.

Now when customers call in with problems, “This damn equipment is junk!” is not heard, rather “Sally is not feeling very good today.” REALLY! The customer prospective is completely reframed! (These are male and female corporate executives and owners!)

2. So what about taking objections and resistance out of the picture so one can “close” that day?

One of the major issues is the perceived need of the buyer to “think it over” or “get other bids”. Ever hear these?

Gary has trained his sales force to deal with this up front. “We realize that many people may want to think it over or spend time getting many bids when making an equipment purchase As we look at what Sally can do for you and she is able to handle all your needs, what reasons might there be to delay hiring her?”

The answers are duly noted and the sales process continues, of course the issues are a